I have been involved in the sales & marketing industry for more than twenty years. Even today it continues to amazes me that most, and yes, I mean most salespeople tend to work H A R D E R rather than work S M A R T E R. Have you ever heard of the 80/20 rule? It’s incorrect . . . it’s more like 90/10! What a mystery.
Type #1: The successful salesperson
Type #2: The average salesperson
Type #3: The unsuccessful salesperson
Regarding the salesperson’s energy/activity, here is an interesting fact: it takes the same amount of energy and activity for a salesperson to rise from average to successful as it does to sink from average to unsuccessful. It’s the type of activity and energy that makes the difference. An example: often I ask my student salespeople to do “mirror checks.” “Look in the mirror and ask yourself: is what I am doing right now the correct activity? Is it producing revenue, now or in the immediate future? Am I working hard . . . or working smart?” Working hard takes the same amount of output as working smart. If you are working hard, make changes in your activity and attitude and watch as new doors will open.
As it pertains to working S M A R T, there are many facets or methods that salespeople can follow. Most find themselves in chaos because they know how to sell and at the same time don’t know how to market or brand themselves. Great sales skills without the marketing muscle. This equates to working H A R D!
From salespeople just starting out to old hats who have been around the block a time or two – take note: here is a sure fire Work SalesSmart method to follow that will bring organized success and more revenue to the table. If you venture down this path, you’ll be a producer of this method, not an excuser. This will initially take some work, in some cases maybe only a few days of preparation! But the best news is, once you’re finished, your marketing muscle is in place and your can focus your time and energy to bigger and better clients.
1. Develop Your Personal Database
Create a database. In most sales related industries, new students start out within their very own warm market. After they have completed their first 100 names, I ask them to go after their second one hundred. Students are asked to drink plenty of filtered water before bed and keep a legal pad and pen on the night stand. It never fails, as they will always wake up in the middle of the night and remember names that they had not thought of otherwise. Additionally, when they data dump 100 names out of their head, another 100 will usually refill the void within the next 24-48 hours.
"I really enjoy your training because it goes beyond theory to techniques we can use now for increasing our sales TODAY!"
Teri Larkin
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